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Selling the Sandler Way Podcast

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. Find more information about Sandler Training at www.sandler.com.

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Aug 21, 2019

Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

In this episode:

  • DISC basics and why it matters
  • Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts
  • How emotion gets in the way for the buying...


Aug 5, 2019

Brian Sullivan, VP of Sandler Enterprise Selling and Jonathan Farrington, Director of Research for the Sandler Research Center share highlights of the Center’s inaugural survey: “The Essential Components for Sustaining Overachieving Sales Performance.” Included in the discussion are findings on the five...


Jul 2, 2019

Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World. In this episode:

  • What makes channel selling different than direct sales?
  • Is channel sales just full of rookies and the bad sales people?
  • The huge amount of revenue generated via channel...


May 16, 2019

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Brian and Steve explore the scope of consulting initiatives and how to assess the value...


May 9, 2019

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling.

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more...